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Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. I believe the difference is huge! And it can be the difference between selling at a low margin short-term and selling at a high-margin long-term. A tactical salesperson is focused on the features of what it [...]
I know it may seem odd to ignore something your customer says, but when they request a discount, this tactic is worth trying (at least initially). It is not unusual for a customer to challenge you on price or even to make a general comment about the price being “too high,” simply because they think [...]
This is a question I get asked a lot. Is there value in having a sales process? The question comes from companies of all sizes. When I’m asked this question, I immediately ask the person if they have a sales process in place now. Typical answer is yes, but then when I challenge them on [...]
Each week I get at least one person asking me if they should reduce their price as a way to increase sales. My first response is “no.” Under almost all situations, it does not make sense to reduce your price. (With this comment we have to exclude the bids and the RFP process. Reducing your [...]
Would you pay $950 for a haircut? Stylist Ted Gibson charges that and has a waiting list, if you can believe it. (You might recognize his name, as he appears on the TLC show “What Not to Wear.”) Gibson makes no excuses for charging $950, even going so far as to say he will eventually [...]
